The New Sales Manager: Challenges for the 21st Century (2nd Revised edition)

Description

The second edition of The New Sales Manager is an enormously useful book that provides practical advice and a sound foundation in sales management to young managers. It is also an interesting, quick revision for senior sales managers who want to revisit the theory of sales management, in a painless, and perhaps, entertaining way.
Covering the entire range of functions of a sales manager, the book has been thoroughly revised and includes plenty of illustrations, Real-life anecdotes and caselets to match the changes in the business environment.

About Author

Walter Vieira is the President of Marketing Advisory Services Group, which he founded in 1975. Prior to that, he spent 14 years working with various corporations-Glaxo, Warner Lambert, and the Boots Company. A Certified Management Consultant (CMC) and a Fellow of the Institute of Management Consultants of India (FIMC), he provides training services and consultancy in business and marketing strategies to several organizations in India and abroad. Walter Vieira has taught at leading management institutes in India, such as Jamnalal Bajaj Institute of Management, University of Mumbai and Administrative Staff College of India (ASCI) in Hyderabad, and has lectured at the J.L. Kellogg School of Management, Drexel Business School, the Cornell University; Rady School of Management, University of Rhode Island (URI); Lake Forest College, among others (all in the US); Boston Management School, Zaragoza, Spain; and other business schools in Thailand, Hong Kong, Nigeria, and so on. He has published more than 900 articles in the business and general press and was on the Advisory Board of the Journal of Management Consultants, USA. Walter Vieira has also authored 10 books, of which three were written jointly with C. Northcote Parkinson and M.K. Rustomji. His most recent books include The Winning Manager (2014) and earlier ones are Successful Selling and The New Sales Manager. He has addressed the World Congress of Management Consultants in Rome (1993), Yokohama (1996) and Berlin (1999); and the World Marketing Summit in Dhaka (2012) and Tokyo (2014 and 2015). He has been active in social marketing for organizations such as Cancer Aid, World Wildlife Fund, and Consumer Education and Research Society. He is presently the Chairman of the The Consumer Education & Research Society (CERS), India. Walter Vieira served as the President of the Institute of Management Consultants of India (1987-92); was the Founder Chairman of the Asia-Pacific Conference of Management Consultants (1989-90); and Chairman of the International Council of Management Consulting Institutes, USA (World apex body) (1997-99). He was awarded the Lifetime achievement Award for Management Consulting in 2005, and for Marketing in 2009.

Contents

Preface The Trauma of Promotion From Caterpillar to Butterfly Serious Deficiencies of Salesmen A Difficult and Challenging Job Top Problems in Sales Force Management Qualities Liked and Disliked Attributes for Success Managing the Job Managing Time Key Role in Corporate Planning The Planning Process Selecting and Recruiting Salesmen Focused Salesmen Training Planning the Itinerary Effective Communication Beyond Words Written Reports Make Meetings Work Morale and Motivation Effective Controls Appraising And Developing Salesmen Discussing The Appraisal The Salesman Who Won't Improve Common Errors A Focus on Ethics Values and the Sales Manager Age of Networking and Cooperation The Sales Manager in the 21st Century Ten Commandments